Channel Partner Profile

In order to build a strong channel network, it is critical that the organization should be clear on its expectations regarding partners, because these businesses can fulfill countless of roles that are significant to the overall success of the network. Such expectations should be realistic or feasible, and established at the beginning of the relationship. Before hiring new members for the channel, the parent company should be clear with its expectations and keep in mind the following roles that potential partners can fulfill: (1) new customer acquisition per target market; (2) management and support of current customers in respective territories; (3) customer service; (4) logistical support; (5) marketing support; (6) debt collection; (7) value-added packaging and/or selling and; (8) cooperating with other partners within the same territory. Similarly, business and strategies should already be discussed with prospective businesses early on in the recruitment process. It is most ideal to provide information on the target market, method of selling, the competitive advantage and how they can fit into the business model. The best of professional distributors would be interested in such details. It is therefore important to define a channel partner profile, which is usually a one-page document that identifies the characteristics of a parent company’s ideal channel member according to type which are: reseller, dealer, systems integrator, system builders, VARs and retail. Some of the tangible or intangible requirements to look for in the profile are the following: access to target customer base, territory coverage, synergistic product line, technical expertise, support services, strategic alignment, experience, financial stability, interpersonal rapport, languages, and professional impression. Specifically, a typical partner profile will include the following information: Business Demographics. This can include details on the total number of affiliates, number of employees, age of business, average annual revenue and growth, revenue from different businesses, average number of locations and branches and verticals served. Products and Services. Provide details on types of products or services, computing hardware, software, networking, security, storage, services, number of vendor partnerships and average number of products or goods and services offered. Business Model. Emphasize on information such as percentage of revenue from product categories, gross margins from the different product categories and revenue from local versus non-local customers. Value Model. Include in this category the percent inventory and production costs, percent technical and support costs, percent inbound and outbound logistics, percent sales and marketing costs, percent admin/operations and percent operating margins. Countries Covered but Not Limited To. Specify the territories covered by the network. For example, list down countries like the U.S., Germany, India, China, Brazil, Italy, South Korea, Turkey, Australia, Thailand, Indonesia, Malaysia, Philippines and Vietnam. Methodology. Give a thorough but concise explanation of the organization’s methodology. Deliverable Formats. Examples would be country-level PowerPoint Reports, Excel Deliverables, and Enterprise-wide access for all deliverables and so on. Partners are the link between the parent company and the customers, and it is the customer who will give light on what support is necessary to them and what type of company will best address their needs. It is therefore critical to choose the best business because the choice is a vital step in channel development. For more information about channel partner management , you can visit Channeltivity.com website.

Was this helpful? 0 0 Comments

Did this article Channel Partner Profile solve your question / problem? If not, read following similar tutorials & articles or ask a new question.

• Channel Partner Portals – Available Distribution Channels?

  Any vendor should clearly define his or her channel distribution network before anything else. This will have a big effect later on when its time to create a marketing plan and...

• Tips on Starting Effective Channel Partner Portal Programs ?

  The beginning is always one of the most important parts in any business process. Without a proper beginning, there can be no proper end achieved.

• Bagging the Right Channel Partners For Your Business?

  Channel Partner Management is very complicated and a tedious job; monitoring all aspects of indirect sales is already difficult, more if you have a handful of inactive partners....

• What to Look for in an Ideal Channel Partner?

  Looking for a company that would help you expand your business is no easy task. Sometimes, it may require a certain criteria that would help your company fit the bill for your...

• Partner Channel Recruitment - Process and Principles?

  What principles should govern one’s decision in partner channel recruitment? This process is not really as simple as it sounds. It is similar to hiring star or top tier...

You're reading Channel Partner Profile.